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A reader who is going to follow production issues in China for a US company sent me a message. He asks what it takes to do that kind of job properly. Here are a few elements of response:
First, it helps to be an engineer or a designer, but it is probably not necessary to follow production. The most important is to get clear specifications from your company’s technicians, and I encourage you to spend a lot of time in the workshops.
Second, make sure you set a clear (and non-negotiable) quality standard, and always keep it separate from pricing/timing negotiations. You will see, this is easier said than done. Chinese suppliers tend to mix everything up. It is your job to frame the discussions.
Third, and most important… Relating with Chinese people in a way that does not upset them is VERY important. Many foreigners don’t even notice when they piss a factory manager off, but it has heavy consequences. If you have never lived in China, get advice regularly from a local about “what is really going on”.
At the same time, it is crucial to retain their respect and to set some boundaries. Don’t be their friend, don’t accept generous dinners or karaoke nights, but be fair and objective at all time. They will push and push and push to get that gift in your hands, but they will respect you if you don’t take it. You don’t have to behave like them, as long as you are clean, fair, and predictable.
Extra points if you show them that you care about their side of the deal and you try to help them out from time to time. It comes down to being fair.
Any other tips?
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They will push and push and push and push and push and push and push and push and push and push and push … ad infinitum.
You will get that gift, whether you want it or not.
Hi Davide, yes that’s usually how it ends up!